Learn to negotiate by applying business-savvy negotiation strategies and tactics, anticipating and countering the other side’s strategies and tactics, and concluding and documenting the negotiation successfully. Essentials for Government Contract Negotiators focuses on the distinctive aspects of government negotiations, helping you hold your own in an actual, sit-down negotiation session with a skilled counterpart. With this book you will learn to:

• Select and apply negotiation skills in a government-unique environment to achieve a true-best value result
• Develop a negotiation plan, including your BATNA
• Recognize less-than-ethical tactics and be prepared to counter them
• Properly conclude and document the negotiation
• Use acquisition histories to gather appropriate data
• Manage challenges
• Facilitate better negotiation outcomes

Table of Contents

Overview of Federal Government Negotiations • Negotiation Opportunities — More Than You Think! • Assembling Your Negotiation Team • Gathering Data • Establishing Prenegotiation Objectives • Researching the Other Party • Developing the Negotiation Plan • Rehearsing the Negotiation Plan and Developing the Agenda • Introduction to Tactics • Assigning Negotiation Roles • Tactics You Can Use • Tactics to Watch Out For • The Negotiation Event • Setting the Stage • Opening the Negotiation • Conducting the Negotiation • Closing the Negotiation • Documenting the Negotiation

About the Author

LeGette (“LeGs”) McIntyre is President of McIntyre, Inc., which specializes in federal acquisition support and training, and is known as one of the premiere acquisition instructors throughout the government. He has 20 years experience as an Air Force leader and 25 years experience in the federal acquisition process. He has worked extensively in contract negotiations, as well as in applying acquisition principles, business process analysis, strategic planning, corporate staffing and organizational analysis, and market research techniques to the competitive sourcing process. He has a BS in Business Administration from The Citadel and an MBA from the University of Missouri.

Related Training Courses:

• Contracting Officer’s Representative Course
• Ethics in Federal Contracting
• Federal Contract Law
• Federal Contract Negotiation Techniques
• Introduction to Federal Contracting
• Types of Contracts